Client Director Team Lead, GTS

About the role

The Client Director, Team Lead role is responsible for setting, directing, and executing the strategy for global clients or major regional accounts that are of substantial strategic and revenue generating importance. The Client Director, Team Lead will carry a sales quota and manage one to three direct reports, focusing on client value delivery, client retention, and new business.

• Gain access to and develop trust based, value added relationships with senior technology leaders and their teams in large global accounts
• Lead overall account and territory strategy to drive YoY growth and retention
• Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards the intended state
• Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners
• Lead and coach direct sales team on best practice execution
• Develop understanding of client business strategy, drivers, goals and initiatives, translating these into opportunities for the client to maximize value and identifying new value delivery opportunities
• Attract and retain top talent within the sales team by following Gartner’s validated recruitment methodology, with a focus on building a pipeline of candidates for potential open opportunities
• Drive high activity by coordinating prospecting strategies and driving prospecting execution
• Become a trusted advisor for the client across all their primary locations
• Account management with the outcome of increased customer engagement, retention, and account growth
• Quota responsibility aligned to a specific multinational account
• Build and demonstrate mastery of Gartner sales methodology and products
• Drive consistent execution of Gartner’s proven best practices
• Line leadership, coaching, and development of direct report sales associates
• Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis
• Maintain and leverage competitive knowledge and focus

• 15+ years of experience with 10+ years of sales experience. Past leadership experience strongly preferred
• Track record of success in a quota-bearing consultative selling environment, preferably in high technology (services or software) sales
• Experience owning and developing new trust-based relationships with C-Level and senior level clients in large multinational companies
• Proficient in global account planning, territory management, and developing solution/license architectures
• Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications
• Proven experience building trust-based client relationships and delivering value-added, insightful and strategic perspectives
• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
• Comprehensive understanding of technology buying centers and procurement processes in large global accounts
• Extensive and relevant industry knowledge specific to vertical markets per territory
• Strong presentation skills and business application proficiency (PowerPoint, CRM tools, Word, Excel, etc.)
• Proficiency in navigating the full lifecycle of the sales process
• Bachelor’s or master’s degree – desirable

• Competitive salary, generous paid time off policy, charity match program, and more
• Collaborative, team-oriented culture that embraces diversity
• Professional development and unlimited growth opportunities

At Gartner, Inc. (NYSE:

IT), we guide the leaders who shape the world. Our mission relies on expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities. Since our founding in 1979, we’ve grown to more than 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories.

We hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.